Browse by Tags

All Tags » asking the right questions (RSS)
Thursday, August 07, 2008 3:06 PM

Questioning To Build Trust

Following on from last time we are looking at the importance of developing questions. Many of us feel the need to build credibility and trust through telling the prospect all about what we have done and what great companies we work for however asking...
Posted by Brett Burgess | with no comments
Filed under: , , , ,
Monday, July 28, 2008 1:28 PM

A Question of Questions

This week's article brings us back to the subject of questioning. Did you enjoy the last dinner you had out with friends? You are probably wondering what that question has to do with sales. Bear with me a moment, and answer the question. Now, pause...
Posted by Brett Burgess | 1 comment(s)
Filed under: ,
Monday, May 05, 2008 2:34 PM

Are You Asking the Right Questions?

By Brett Burgess As we have discussed in previous articles closing or in our process confirming the sale should be the easiest part of your sales process if you have indeed followed a process to understand your buyer's explicit needs. The process...
Posted by Brett Burgess | with no comments
Filed under:
Sunday, April 20, 2008 8:35 PM

Do You Use Manipulative Closing?

We have been looking at the closing phase of the sales presentation and last time I touched briefly on objections. Sales trainers in the past would spend a large proportion of their time teaching methods of overcoming objections. Indeed a common myth...
Posted by Brett Burgess | with no comments
Filed under: , , , ,